Significant Opportunity Pursuit
Winning the opportunities you can, qualifying out the ones that you can’t.
Who is this workshop designed for?
This one-day workshop is for anyone who is engaged in pursuing high value, complex sales opportunities, in particular those opportunities that are considered to be significant to an organisation's success. The workshop is applicable not only to those in sales roles, but also to those in cross-functional and technical support roles who form part of the sales campaign team.
What does the workshop focus on?
The focus of the workshop is establishing a consistent winning methodology for high value, complex, competitive sales opportunities, including,
Identifying compelling events, strategic and operational drivers
Applying a robust opportunity qualification process
Understanding the decision-making procces
Identifying and addressing red flags
Improving relationships with the decision-making unit
Implementing a productive action plan.
What are the benefits of attending?
Attendees at the Siginificant Opportunity Pursuit workshop will benefit by,
Improving their ability to robustly qualify and pursue significant sales opportunities that can be won
Developing the knowledge to know why and when they should qualify out those opportunities that they can’t win
Increasing their capability to win more significant business than they do now.
They will also be provided with a Significant Opportunity Pursuit planner, designed to their business’s specification, which they will use to gain an insight into one of their current significant sales opportunities.
Post workshop they can use the planner and the process to increase their win chance on all future opportunities in their sales pipeline.
Do they need to do anything before they attend?
The preparation required is the selection of a significant opportunity currently in their sales pipeline to apply the process to during the workshop; ideally one which is competitive, high value, complex in its decision-making process and involves multiple points of customer contact.
How many people can attend?
The Significant Opportunity Pursuit workshop is designed to accommodate between 6 to 12 people.
"It ain't what you don't know that gets you into trouble, it's what you know for sure that just ain't so"